Job Title: Manager – Commercial
Location: HO, Delhi
Department: Sales Commercial
Reports To: National Commercial Head________________________________________
Role Overview
The Manager – Commercial will support the design, implementation, and continuous improvement of sales commercial processes across the organization. The role will focus on driving operational efficiency, supporting digital initiatives, ensuring compliance with commercial policies, experience of handling a team and enabling data-driven decision-making. This position requires strong analytical, problem-solving, and stakeholder management skills to deliver excellence in commercial operations. Act as a key driver of SOP/ Commercial Processes standardization within commercial function. The role requires a strong understanding of Sales Commercial processes and IT-driven solutions like SAP/ DMS/ SFA with the ability to lead transformation initiatives and ensure seamless adoption across stakeholders. The incumbent will function as both a strategic enabler and execution lead bringing in a highly automation-focused mindset to enhance operational efficiency, scalability, centralisation and positive business impact.
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Key Responsibilities
Business Partnering/ Commercial Operations
- Collaborate with sales, supply chain, and finance teams to support business goal and resolve commercial issues.
- In depth understanding of business, channels and distribution.
- Provide data analysis and insights to support pricing decisions, receivable management, and margin improvement.
- Act as a point of contact for regional commercial teams for escalations and queries.
Policy & Compliance
- Ensure compliance with company commercial policies on pricing, discounts, credit, receivables and every aspect.
- Maintain proper documentation and approvals to support internal/external audits.
- Highlight gaps in policy adherence and work with teams to close them.
Process Understanding & Standardization
- Assist in standardizing and streamlining commercial processes.
- Support implementation of automation and digital tools to enhance efficiency.
- Monitor adherence to commercial SOPs and TAT and recommend improvements.
- Establish governance frameworks to ensure consistent process adherence.
- Partner to deploy scalable automation solutions.
Reporting & Analytics
- Prepare dashboards and MIS reports on transactions, receivables, credit exposure, trade spends, and commercial KPIs.
- Analyse data trends and highlight risks/opportunities to business.
- Track process performance and recommend corrective actions.
Capability & Knowledge Sharing
- Support training and knowledge-sharing initiatives within the commercial team.
- Document best practices and assist in building a repository of process learnings.
- Contribute to building a culture of continuous improvement.
Commercial Support & Governance
- Support commercial teams in digital adoption and issue resolution.
- Monitor compliance and risk controls within automated processes.
- Continuously explore new areas of improvement within sales commercial functions.
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Key Skills & Competencies
- Good understanding of commercial operations (processes, policies, pricing, receivables, reconciliations, compliance).
- Strong analytical, numerical, and problem-solving skills.
- Proficiency in SAP/ERP systems and MS Excel (Power BI/Tableau exposure preferred).
- Effective communication, coordination, and stakeholder management skills.
- Ability to manage multiple tasks and meet deadlines in a dynamic environment.
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Qualifications & Experience
- MBA (Finance)/CA (Inter)/CMA Inter preferred.
- At least 8-10 years of experience in Sales commercial, Sales finance, Credit control or business excellence roles in a large-scale organization with depth understanding of channel.
- Exposure to FMCG, manufacturing, or consumer durables industry desirable.
- Experience in process improvement or automation projects will be an added advantage.
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Key Performance Indicators (KPIs)
- Experience of team handling in a large-scale business.
- Timeliness and accuracy of reports and reconciliations.
- Compliance adherence and audit performance.
- Efficiency improvements in commercial processes.
- Quality of stakeholder support and issue resolution.
- Contribution to capability-building initiatives.
